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How to pitch a VC (from Dave McClure)
How to pitch a VC (from Dave McClure)
How to pitch a VC (from Dave McClure)
How to pitch a VC (from Dave McClure)
How to pitch a VC (from Dave McClure)
How to pitch a VC (from Dave McClure)
How to pitch a VC (from Dave McClure)
How to pitch a VC (from Dave McClure)
How to pitch a VC (from Dave McClure)
How to pitch a VC (from Dave McClure)
How to pitch a VC (from Dave McClure)
How to pitch a VC (from Dave McClure)
How to pitch a VC (from Dave McClure)
How to pitch a VC (from Dave McClure)
How to pitch a VC (from Dave McClure)
How to pitch a VC (from Dave McClure)
How to pitch a VC (from Dave McClure)
How to pitch a VC (from Dave McClure)
How to pitch a VC (from Dave McClure)
How to pitch a VC (from Dave McClure)
How to pitch a VC (from Dave McClure)
How to pitch a VC (from Dave McClure)
How to pitch a VC (from Dave McClure)
How to pitch a VC (from Dave McClure)
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How to pitch a VC (from Dave McClure)

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Don't miss this legendary presentation from Dave McClure : how to pitch a VC.

Don't miss this legendary presentation from Dave McClure : how to pitch a VC.

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  • 1. How to Pitch a VC aka “Startup Viagra” Dave McClure Founders Fund, Master of 500 Hats Paris, June 2010 dave@500hats.com / @DaveMcClure
  • 2. Essential Elements of your Pitch • Elevator Ride (30-sec quick pitch) • The Money Shot (demo) • Size Matters (market) • Nice Number$ (customers + revenue) • SuperHeroes & RockStars (your team) * note: the above are teaser images… they don’t really mean anything; they’re just here to capture your attention.
  • 3. [Pardon The Blatant Commercial]
  • 4. Dave McClure 2001-2009: • Startup Investor: 500 Hats LLC, Founders Fund • Tech Marketing: PayPal, Simply Hired, Mint • Advisor, Angel Investor: 40+ Startups • Conf. Organizer: Web 2.0, O’Reilly, Startonomics • Stanford Visiting Lecturer: Facebook, Startup Metrics 80’s & 90’s: • Entrepreneur: Founder/CEO Aslan Computing (acq.) • Developer: Windows Apps / SQL DB Admin • User Groups: E-Commerce, Internet, Client-Server • Engineer: Johns Hopkins ‘88, BS Eng / Applied Math GEEK, CODER, ENTREPRENEUR Blogger, StartupAdvisor Internet Marketing, Angel/VC Investor
  • 5. Professional Investments (43 deals, 2008-2010, ~$3M) fbFund REV 22 incubator deals ($850K) FF Angel 21 seed deals ($2M)
  • 6. Personal Investments (26 deals, 2004-2010, ~$400K) LinkDex oneforty Networked Blogs MyGeng o Votizen Postling EcoMom SiteJabb er Graphicly WePayPlancast Recurly
  • 7. 10 Slides to an Awesome Pitch 1. Elevator Pitch 2. The Problem 3. Your Solution 4. Market Size 5. Business Model ($) 6. Proprietary Tech 7. Competition 8. Marketing Plan 9. Team / Hires 10. Money / Milestones Demo Goes Here Teaser Image Goes Here
  • 8. 10 Slides to an Awesome Pitch 1. Elevator Pitch 2. The Problem 3. Your Solution 4. Market Size 5. Business Model ($) 6. Proprietary Tech 7. Competition 8. Marketing Plan 9. Team / Hires 10. Money / Milestones The Money Shot: Demo Screen Shots Video Demo Goes Here Teaser Image Goes Here Business Metrics (NOT Revenue Projections) Cu$tomer Testimonial$ “This Shit Rocks.”
  • 9. 1. The Elevator Pitch (only 30 sec!) • Short, Simple, Memorable: – “What, How, Why.” • 3 key words or phrases – “Mint.com is the free, easy way to manage your money online.” • No expert jargon… just KISS. Remember to Have Fun  (….when you pitch ------> )
  • 10. 2. The Problem • What is The Problem? … Make it Obvious. – “Ouch. Yeah, I have that too…” • Who has it? • “Painkiller not Vitamin” • also see blog post: “Your SOLUTION is not my PROBLEM”
  • 11. 3. Your Solution • Great Products & Companies do 1+ of 3 things: – Get You LAID (= sex) – Get You PAID (= money) – Get You MADE (= power)
  • 12. 3. Your Solution • Great Companies do 1+ of 3 things: – Get you LAID (= sex) – Get you PAID (= money) – Get you MADE (= power) • Describe why your Solution: – Makes your customers Happy – Does it better, different than anyone else • “NICHE to WIN” (Customer Case Study can also go here)
  • 13. [ The Money Shot ] • http://Jing.com • http://ScreenCast.com • http://Flickr.com • http://YouTube.com • http://Scribd.com • http://SlideShare.com Demo Screen Shots Video • PRACTICE! PRACTICE! PRACTICE! • demo will FAIL -- have a backup (screenshots, local video, interpretive dance) • expect to be interrupted
  • 14. [ The Money Shot ] • http://Jing.com • http://ScreenCast.com • http://Flickr.com • http://YouTube.com • http://Scribd.com • http://SlideShare.com Demo Screen Shots Video • PRACTICE! PRACTICE! PRACTICE! • demo will FAIL -- have a backup (screenshots, local video, interpretive dance) • expect to be interrupted and remember: • The Script is NOT your Slides – The Script is the FACE of your Audience
  • 15. 4. Market Size • Bigger is Better • Top Down = someone else reported it – Forrester, Gartner, Your Uncle
  • 16. 4. Market Size • Bigger is Better • Top Down = someone else reported it – Forrester, Gartner, Your Uncle • Bottom Up = calculate users/usage/rev$ – Avg Txn = $X – Y customers in our market – Avg customer buys Z times per year – Market Size = $X * Y * Z annually = a big friggin’ # – Market growing @ 100+% per year
  • 17. 5. Business Model (How Do You Make Money?) • Describe Top 1-3 Sources of Revenue – Prioritize by Size or Potential • Common Revenue Models: – Direct: ecommerce, subscription, digital goods – Indirect: advertising, lead gen, affiliate
  • 18. 6. Proprietary Technology / Expertise • VCs *really* like unfair advantages: – BIG market lead – experienced team – “superior” technology
  • 19. 7. Competition (why you’re better *or* different) • List *all* competitors • Show how you’re better… … or at least different if not better or different then -> “NICHE TO WIN”
  • 20. Better or Different. Funny! Shocking !!! Accepted Not Funny.
  • 21. 8. Marketing Plan • PR • Contest • Biz Dev • Direct Marketing • Radio / TV / Print • Telemarketing • Email • SEO / SEM • Blogs / Bloggers • Viral / Referral • Affiliate / CPA • Widgets / Apps • LOLCats … how do you get customers & distribution? lots of channels & decisions… choose a few:
  • 22. 8. Marketing Plan • PR • Contests • Biz Dev • Direct Marketing • Radio / TV / Print • Telemarketing • Email • SEO / SEM • Blogs / Bloggers • Viral / Referral • Affiliate / CPA • Widgets / Apps … how do you get customers & distribution? lots of channels & decisions… choose a few: 3 Things That Matter / To Measure : 1. Volume 2. Cost 3. Conversion
  • 23. 9. Team People that get VCs Hot: • Geeks with deep tech experience • Entrepreneurs who have sold companies • Sales/Marketing who bring in customer$
  • 24. 10. Money, Milestones • How Much Money? – 3 Budgets: Small, Medium, Large • What will you do with Capital? – New Hires (Build Product) – Mktg & Sales (Get Customers / $$$) – Ops & Infrastructure (Scale Up)

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